This workshop develops the foundational knowledge of negotiation strategy. It identifies the differences between traditional “positional bargaining” and an integrative, collaborative approach. This “Seven Elements” framework teaches participants how to approach systematic negotiation preparation and review, illustrates how to maximize value at the table, demonstrates how to manage partisan perceptions, explores how to balance the key communication skills of inquiry and advocacy, and instills the importance of goal-setting in negotiations.

This session builds on the above foundational techniques to focus on guiding participants to develop their own negotiation style. This workshop helps participants recognize their dominant conflict mode, assists them in learning how to “set the table” to accelerate progress in the negotiation process using the stakeholder mapping process, further develops strategic communication and relationship management approaches, and provides practical advice on responding to difficult tactics.

This workshop focuses on developing capacity for managing interpersonal interactions and strategic relationships, and influencing without authority. In this session participants learn how to constructively manage challenging interpersonal interactions, improve their self-awareness and self- control in communication, and analyze behavior and thought patterns of difficult conversations. The workshop demonstrates new perspectives and tools for engaging in emotionally grueling situations, teaches effective listening and discovery skills, and introduces frameworks for influencing up, down, and across hierarchies.

This advanced level session builds upon a deep understanding of negotiation, communication, and relationship management frameworks. It introduces strategies for managing longer-term, multi-party negotiations and includes techniques for enhancing tactical flexibility while maintaining the focus on broader negotiation goals. The session incorporates brainstorming and focuses on developing participants’ ability to influence across time, build consensus, and negotiate in teams.